Company training in a recession

If, like me, you do company training and coaching using NLP and Hypnosis, stay focused during this time of recession. There are a number of fundamentals to keep in mind when selling training in a recession:

1) You have no control over whether a company sees value in training or whether they don't. Many corporate training budgets will be slashed during these tough times so be prepared to spend more time prospecting. Practicing referral selling approaches is paramount to success.

2) Increase the level of networking you are doing.

3) Challenge yourself to create training that does one of two things for your clients: a) increase revenue or b) reduces costs.

4) Convert your materials into webinars that can be delivered inexpensively over the internet.

5) Be clear about the benefits that your training delivers and how it creates value for you customers.

6) Offer shorter duration training segments so clients can target the exact content they need

7) Be prepared to bundle services (e.g. assessments, training and coaching) into realistic packages.

8) Provide clients with 'all in' pricing (e.g. bundle your travel costs, kits etc. into one set price).

9) Examine your client list and prepare an in-depth assessment of the probable needs of your existing clients - pitch them all within the first 60 days of their budget cycles before their funding is committed.

10) Align yourself with other high quality trainers with the intent of offering a network of training programs.

11) Remember that clients do not buy 'training'...they buy solutions to their problems. Talk to them about how you can help solve their most pressing problems.

12) Time is a perishable commodity. Be prepared to discount your fees to fill late breaking opportunities.

13) Expand your services to include more than just training since this service category has been in decline for the past decade. Make sure the additional services you offer make sense based on your expertise and your training offerings.

14) Develop a networking plan that enables you to contact every single client contact you have at least four times per year.

15) Increase your level of client communication and provide value- dded information along with details about your programs and services.

16) Stay positive and focused. There is business to be had by those that want it the most.

Best to all,
Beryl