How do I master cold calling as a facilitator (part 2)

cold calling for facilitators
Cold Calling for facilitators – Photo by picjumbo.com from Pexels

Most trainers, facilitators and coaches need to bring in new business especially when we start out. We would rather wait until someone knocks on our door. But that’s leaving things to chance.

You want to be in control of your income and that means taking control of your outreach activity. You can use social media but lifting the phone is going to get you quicker results

Last week, we looked at a number of things to prepare so that you can sell successfully on the telephone. Today, we’re giving you another 5 great tips to make cold-calling a breeze.

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Do you prioritise Income Generating Activities? These are the tasks which bring money in …

Training Business

Focus on IGA’s

In his book: Start Now. Get Perfect Later [$affiliate link], author Rob Moore explains the value to you of focusing on your IGA’s.

IGA stand for Income Generating Activity. These are the things which generate revenue. They keep the lights on and money coming in.

My IGA’s are sales-calls, workshops, training sessions and coaching. Everything else should come in second place.

Make sales a priority

I delegate my accounts, video-editing, podcast-editing and graphics design etc. because those cost money. They don’t earn money. Does that make sense?

We all get caught up in administration and other activities which need to be done. As training business owners, there is never a shortage of things to do because they are constantly popping-up.

But do they need to be done by you and do they need to be done right now? Do you let other things get in the way? Are you 100% honest with yourself?

What are your IGA’s? Do you design your most productive high-energy working hours around those?

Training Business

Take-aways you don’t want to miss

  • Why you need to structure your day to facilitate optimum-calling
  • Why you need to work with Gatekeepers; not try and ‘get past them’
  • How to keep going even when you want to give up!
  • How to ensure that you can articulate you value confidently
  • Why you need to give yourself rewards when you hit targets

Some helpful resources for you

The Art of Doing Twice the Work Done in Half the Time – Jeff Sutherland, Co-founder of SCRUM
Start Now. Get Perfect Later [$affiliate link] – Rob Moore’s work on personal productivity

Listen to the episode now

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