Last August I got a WhatsApp voice memo from another trainer.
“Hey Mark. This is Tim. Give me a call. I’ve got a contact. She’s looking for sales training and it’s right up your street! Cheers…”
As short as that. I called Tim right back. One thing led to another and another.
(Actually, one call led to 8 different training courses and still counting!)
I am doing more work with the same client in July, August and September.
I didn’t have to advertise.
I didn’t have to market myself.
I didn’t have to spend any money.
We all want this kind of effortless revenue generation, right?
Training work you can do.
Facilitation work you love to do.
Consultancy work that’s right for you.
In today’s episode, how do you network for business from other trainers. Check it out!
Listen to the episode now
Co-operate, don’t compete
As facilitators and consultants, we often overlook fellow trainers as a source of training leads and training contracts
We think of other trainers as a source of competition rather than a source of co-operation.
But isn’t that overlooking a whole goldmine of potential revenue? Aren’t trainers the first people customers ask when they are looking for training?
Why are you not cooperating with trainers who could send business your way?
Who else is going to get people asking her or him if they deliver particular kinds of programs? Who else is going to be more adept at asking the right questions to qualify the opportunity? Who is more likely to be able to sell you and your workshops than another trainer?
Of course it’s a two-way street.
You must be willing to actively recommend other trainers for work that you:
don’t want to do
have no time to do
So, creating some kind of lead-exchange with other professionals and consultants might help you to land some unexpected (but needed) training contracts.
Take-aways you don’t want to miss
- Some coaching questions to help you network
- Differences between referrals, references and recommendations
- Internal versus external networks
- What a lead-exchange is and how it works
- What you can do to get training referrals from other trainers