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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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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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

7 Ways To Support Your Super Premium Offer Price with Matthew Hill

Going for Growth in 2019 – Let’s go back to school with a bang

The main point of being an independent trainer, coach or mediator is to take more control of your life. And, charging enough to allow you some free time is a critical part of this. Whether you want to be a super high earner, blend free time with work in a more healthy way, or, set up a pro bono surgery, getting to a place where you can comfortably charge more is important.

In this post we explore 7 ways to support you charging a premium price or, even, a SUPER premium price.

And, at the end we talk about an opportunity to meet up at an event in Malaga too.

  1. Identity – This may sound simple but, every year, I meet many who have not completed their identity build with clarity or sufficient power to confidently charge more. Essentially you must project yourself as just one thing – An expert – deeply experienced and knowledgeable on one subject. Quite frankly, you need to be perceived as the leader in your field. Here lies the secret to charging a super premium price. Do you have a model, a special technique? Do you have unique content, a better methodology? Does your way work best? Take some time to work on these elements and your invoices will grow to a freeing level before next summer.

    Quickening of Inner Palette

    Paint yourself as THE expert!

  2. Brand – What is a brand? There are 1000 answers. For the here and now, it is an increase in heart rate for the viewer, accessing your marketing material and content. They must get excited watching you in your YouTube video. They must connect their dreams to the outcomes you describe. It is necessary to eliminate the gaps in your brand story and present a joined up journey for your chosen tribe. BTW – Not everybody can do this for themselves.
  3. Super Copy Writing. Killer Text Is Key. When you write well for others, they will think well of you. When you structure your communications using the Super Copy Formula, they will come knocking on your door.
WORDS ARE POWER hand-lettered quotation

The 14-Point Super Copy Formula

Price is a function of supply and demand.

If your offer is oversubscribed, your offering can support a super premium price. Of course – getting from regular work volumes to positive busy-ness (50 days at a 100 cash units rather than 100 days at 50 cash units) requires a specific and proscribed process, much of which relies not on what you write but how and in what order you present it. When you follow the Super Copy Formula for your written texts, the extra cash will become available to you.

  1. Great Content. You need to rearrange your content to be telepathic, sympatico and aligned with your perfect customer, what they want, when they want it. And, deliver it in the way that works for them. Too quick, too soon or too simple / complex and they will give up on you and start moaning. Leading your best students through to completion and success – that is only possible with great content and great process. The best content is pitched right, transfers knowledge effectively and is fully absorbed to be available and applicable by the student.
  2. Products Product Products. Regular readers will know, I am obsessed with turning your experiences into assets to earn you attention, brand brownie points, engagement, sales, income and advocacy. When you have a film, audio or text product, you take your level and your charge rate UP. It really is that elegant. And, creating products comfortably, cheaply and quickly is, today, a piece of cake.

    Analog microphone with recording equipment in the control room.

    Products Product Products

  3. Building Your Tribe – I spoke to a young coach of coaches recently and she spoke about going wide to make sure you have something for everybody and can thus earn money. WRONG. To start with at least, it is all about the one thing, delivered with care, to the one audience. Finding your avatar, ideal market segment and small customer niche is essential if you desire to charge a premium price. If you are all things to all men, you will be COMMODITISED and that means your customers will expect you to be near, convenient, quick and CHEAP. Yuk. When you cater solely for your niche, you take back control, become a healthy equal partner with your client, and, you will be allowed to negotiate for a convenient time, a better rate and a greater level of respect and engagement. Super premium rates are not about greed. They are about getting you the respect your experience deserves.
  4. Give More – When you crank up your prices, unsurprisingly, your customers will expect more. Give it to them. Guarantee all your work. Add extra value to your offering. Listen to them and adapt. Tailor your service so that it works for them. Go the extra mile / kilometre. Value is a function of Benefit over Cost. V= B/C. When you understand that you will be keen to double the customer benefit and therefore double your price – Pragmatism.

Conclusion

As we think with some dread about “going back to school”, and, before we become swallowed up with low quality urgency, there exists, now, a brief moment to reflect on your next year and ask, “Am I providing the best service I can, to the most interesting people out there?” “Am I being paid what I am worth for my experience, charisma and ability?” And, if not, “What am I going to change?”

If you are currently being paid a super premium price for doing what you love, I need to ask you a favour. Please share your wisdom and experience with someone younger, so that they can reach your level with a little less experimentation.

If you are contemplating the end of summer with horror, and, are still swapping time for average money (most people are), then do read our other ITC posts for Independent trainers, coaches and mediators. They will help you build your business, charge what you are worth, work in a way that suits you and connect the best of you to the best people out there.

And one more thing – Malaga,

If you are going to the SIETAR Spain Congress in Malaga in September 2018 and wish to join one of our Intercultural Training Channel, Going for Growth Bootcamp Days, do get in touch with me directly. Do E Mail, Matthew Hill at matthew.hill@hillnetworks.com and we can set up a short telephone conversation in a week or so.

Thanks. Finally. Please like and share if you have taken value from this post.

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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.

 

 

How to Build Your Crowd, Tribe, List and Database (in the new world of GDPR)

Remember – No Database = No Business

Let us start with a shocker – I think GDPR is a GOOD thing for marketers.

  1. 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.

  1. 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.
  2. When you clean your list you increase the richness, recency and relevance of your database – That is the GOLD standard for marketing professionals.
Crowd at concert

Build your crowd!

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 – matthew.hill@hillnetworks.com )

  1. 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.

  1. 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.

  1. 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.”
  2.  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.

cioccolata da 50€ - vista a

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.

  1. 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.
  2. 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.

Then,

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!”

  1. 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; matthew.hill@hillnetworks.com

 

 

 

 

“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.

screen-shot-2018-08-02-at-08-43-58.png

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.

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

 

Leading Across Cultures in Practice – by Fernando Lanzer Book Review

How resolving our differences shapes our culture

This book represents an overview of the differences between national cultures, and how those differences influence people’s behaviour in business, management, and, in work situations in general. The book manages to develop beyond simple work etiquette and a list of “do’s and don’ts.” Rather, it looks at the underlying values that determine how managers deal with their direct reports, how people communicate at work, what is considered a priority and what tends to be put on the back burner according to each country culture. All of this is communicated in an easy style that is not too academic or technical.

Lanzer Book Cover

Lanzer starts with a panoramic description of the basic concepts describing culture and how interest in the topic has grown due to globalization. He focuses on five of Hofstede’s dimensions and explains why he stops there and leaves out the others.

The book contains a valuable resource for trainers and intercultural enthusiasts – 150 pages describing real-life practical examples gathered from six countries that represent different types of cultures: the US and UK (Anglo Saxon cultures), Germany (Germanic cultures), the Netherlands (Dutch-Scandinavian cultures), China (Asian cultures) and Brazil (African and Latin American cultures).

These sections contain relevant stories that are directly transferable, though they could be better balanced: the section on the United States is more extensive than the part covering the UK for example.

No book is perfect and another book on dimensions and essentialism is not on the top of anyone’s list for urgent reading. And this book does not present new research, new data, or anything moving beyond culture value dimensions as an approach to understanding culture.

Near the end of the book, the author addresses some of the critical issues often raised in discussions with workshop participants: the relationship between culture values and religion and the dilemmas that each culture seeks to resolve. Lanzer has some slick and functional answers and concludes that these dilemmas are universal: what differentiates one culture from another is the way they find to resolve their main, contrasting issues.

Who should read this book?

The book will be of special interest to those getting acquainted with the topic of culture and diversity, and who seek a plain speaking and clear approach to the culture dimensions model as introduced by Professor Geert Hofstede.

Amazon link to buy the book;

https://www.amazon.com/Leading-Across-Cultures-Practice-Fernando/dp/1977620574/ref=sr_1_1?ie=UTF8&qid=1509106338&sr=8-1&keywords=Leading+Across+Cultures+in+Practice

About the Author

Author Lanzer

Fernando Lanzer Pereira de Souza is a Dutch Brazilian psychologist and consultant who worked in AMRO Banco Real in HR & L&D in Brazil.

He founded the leadership and OD consulting firm LCO Partners 10 years ago with his wife Jussara who is also a psychologist and consultant.

He travels the world servicing his clients and visiting his four daughters who live on different Continents. Fernando is a former member and Chair of AIESEC International’s Supervisory Group. He now sits on the Board of Trustees of ISA – the International School of Amsterdam.