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How To Improve Your Training Skills In The Workplace

It goes without saying, experienced team members and supervisors are frequently asked to provide new employees or employees who require additional support with training in the workplace. Whilst there is no denying that training and development are absolutely essential...

Should You Be Using Taster Sessions To Attract New Clients?

Should You Be Using Taster Sessions To Attract New Clients?

One of the questions that often comes up is 'Should I be using taster sessions to introduce myself to potential new clients?' As with most things in life, there are pros and cons. What is a taster session and why might you offer them? A taster session is an offer of a...

15 Easy Ways Trainers Can Reach Local Clients

15 Easy Ways Trainers Can Reach Local Clients

Depending on how far you’re prepared to travel as a freelance trainer, your focus is likely to be on attracting local clients within comparatively easy reach of your home or office. If you do want to reach out to and be found by local businesses then there are some...

How to get repeat business (10 tips that really work)

How to get repeat business (10 tips that really work)

Attracting repeat business should be at the heart of your plans for marketing and growing your freelance training company. As I’ve said many times before, it’s far easier to sell to a client who knows and trusts you as a trainer than it is to attract new business....

How to create lasting client relationships

How to create lasting client relationships

In any business, one of the big challenges but most fulfilling – and profitable - outcomes is creating lasting client relationships. It’s so much easier to sell products and services to clients who already know and trust you. And not only will they make repeat...

How to stop a bad client from ruining your business

How to stop a bad client from ruining your business

I hate to say it but, at some point, most businesses find themselves working with a ‘bad’ client. The good news is that the longer you’re in business, the better you’ll probably get at spotting them and NOT working with them. If you've had one in the past or, worse...

How to set boundaries with your clients for a happier life

How to set boundaries with your clients for a happier life

Do you ever find yourself answering the phone to a client late in the evening or while you’re trying to relax at the weekend? Has the scope ever shifted on training but you’ve only been paid for the original brief? Perhaps you have a client who always pays late or...

How to identify your ideal client

How to identify your ideal client

If I asked you who your ideal client is, would be you able to describe them? Perhaps you’d tell me, “It’s EVERYONE”, “ANYONE!” or “I don’t know”. In which case, you NEED to read this blog. When you’re marketing a business of any kind, it makes sense to assume that you...

How to break up with a client

How to break up with a client

When you work for yourself, you put a lot of time and energy into finding and keeping clients. Freelancers often feel – wrongly - that they should take whatever work comes their way and that clients choose them, not the other way round. As for breaking up with a...

How to get what you want from freelance negotiations

How to get what you want from freelance negotiations

Do freelance negotiations fill you with fear? As a freelance trainer, the day will come sooner or later when you have to negotiate either your rate or the scope of your training provision. You might find the prospect downright terrifying but it doesn’t have to be....

How to win more clients through the buying journey

How to win more clients through the buying journey

Do you struggle to know what your marketing messages should be? Or do you feel like you’re not advertising or marketing your training business in the right places? I know how frustrating this can be. One of my top tips is to think about the buying journey that your...

15 ways to get the most out of client meetings

When you work for yourself – or even when you’re an in-house trainer – client meetings can sometimes feel like an unnecessary drain on your time. I’m sure most of us have had times when we’ve sat in a meeting and wondered why we were there. And let’s not forget the...

Eight ways to say thank you to your clients

Eight ways to say thank you to your clients

When was the last time someone said thank you to you? How did it make you feel? Saying thank you can go such a long way towards strengthening relationships and making people feel good about something they have said or done. And, when it comes to my business, the...

How to turn contacts into contracts

How to turn contacts into contracts

A common challenge every training business faces is how to turn all your contacts and leads you’ve managed to get through your marketing into paying customers. This is a process known as ‘lead management’. According to stats quoted by the MX Group, a staggering 80% of...

How to personalise your training services

How to personalise your training services

In our last blog, we looked at how you can compete with the big guys as a freelance trainer; one message was clear – you can use your size to your advantage by personalising your offering. Personalising your service adds value in a number of ways: It gives your...

Is there any value in offering taster sessions?

Is there any value in offering taster sessions?

A taster session is one where you work for free or at a reduced rate to introduce yourself to potential clients. When I covered the topic of taster sessions in an article way back in 2011, the comments I received were overwhelmingly in favour of providing taster...

How to crack the corporate market as a freelance trainer

How to crack the corporate market as a freelance trainer

One question I’m often asked is how to crack the corporate market as a freelance trainer. It’s understandable that the corporate market is attractive – many trainers find that once they have a foot in the door and have worked with one department, for example, new...

No selling required

No selling required

I'm delighted to introduce a guest blog from Sheridan Webb, Principal Consultant at Power Hour and Keystone Development & Training Ltd. Today my husband and I bought a classic car. Well, he bought it, I just approved the decision 😉 and the whole process made me...

How to win more training contracts through referrals

How to win more training contracts through referrals

As with most businesses, trainers tend to have five main sources of training work: existing clients, recommendations from existing clients to their network, introducer referrals, associate work, and speculative enquiries. Realistically, the first four of these sources...

Five features of a winning training proposal

Five features of a winning training proposal

Writing a winning training proposal is a big part of securing new business but it can be nerve-wracking, especially if you’ve never had to write a training proposal before. The important thing to remember is that, as an expert in your field, you already possess the...

How to attract your high value training clients

How to attract your high value training clients

In last week’s blog, we looked at identifying your high value training clients. But now you know what they look like, how can you attract them to buy from you? Speak to your high-value training clients One of the benefits of identifying your high-value training...

How To Get Repeat Business. This Really Works

How much attention do you pay to attracting repeat business? As a freelance trainer in a competitive market, there is always a temptation to be super focused on getting new business. However, as we all know it's much easier to get work from existing clients rather...

6 Ways To Get Clients To Come To You

6 Ways To Get Clients To Come To You

A recurring theme for me this week has been the value of getting clients to come to you rather than you having to continually chase business. I remembered the first time this happened to me. The morning after one of my live Webcasts I had a call from an organisation...

What Are The Benefits Of Lunch Time Taster Sessions?

What Are The Benefits Of Lunch Time Taster Sessions?

I had some great questions at the end of my Webcast last week on How To Get A Steady Stream Of Clients so I've decided to post one or two of them plus my answers of course on the blog over the next week or so. Q: How do you feel about offering a short lunchtime...

Do You Love The Thrill Of The Chase?

Do You Love The Thrill Of The Chase?

  A few years ago I was sitting having coffee with my friend who had been a freelance trainer for a couple of years or so. We were discussing ways of getting new business and she said to me: 'You know what Sharon I love the thrill of the chase involved in getting...

How Do Training Buyers Source Providers?

How Do Training Buyers Source Providers?

Just recently I did a very brief survey of buyers of training to find out how they sourced their training providers and how they like to be approached. Here are 3 key points that came out: 1. Cold Calling is A Waste Of Time It was generally agreed that cold callers...

How To Overcome Your Selling Gremlins

How To Overcome Your Selling Gremlins

  Most freelance trainers I know are very confident and outgoing people - when they are in the training room. However, the minute you mention the word 'selling' they are much less sure of themselves, in fact many trainers I know freely adnmit that they hate this...

How to Build a Successful Training Business

How to Build a Successful Training Business

I was having coffee with my friend Clive Lewis this morning at his very smart new training centre in Gloucester and we were discussing how to create a sustainable business. Clive runs a very successful training business, Globis www.globis.co.uk which he set up only 3...

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