Freelance Trainers - How to Get Serious About Your Business Planning
Freelance Trainers - How to Get Serious About Your Business Planning
Do you ever hear other freelance trainers say things like: 'Work always just seems to come along - I guess I've been really lucky to have such a steady flow of work.'
'I don't know how I do it - something always seems to pop up!'
I'm amazed how often I hear people say things like this and I must admit I was one of those people myself up until 3 years ago when I suddenly had a light bulb moment. I had just hired a coach to help me with my business. One of my first tasks was to make a list of all my clients so that he could get a better picture of where I was at. 'Impressive' my coach remarked after a quick scan through ' There are some pretty good companies here -why do you need me?' To which I replied ' Yes, I'm really lucky - work just seems to keep popping up!' My coach looked at me and said' Work just doesn't pop up you know. It's always as a result of something you've done.'
Of course he was right and that one statement really changed my attitude towards marketing. The truth was that those clients didn't come to me by accident. I got them all because of specific actions I'd taken, for example making a call to them once a month, having coffee with them, or keeping in touch by email. I realised that I'd been actively using marketing strategies without really knowing it!
And what I also realised was that this fairly random and haphazard approach to my marketing wasn't really good enough. I had been doing some of the right things for sure, but I didn't really have a system in place to make sure that I did these things regularly and consistently. I didn't really know what worked and what didn't as I'd never really stopped to take a look. OK, I had been 'lucky' in the sense that I had a good client list but how much better could that client list have been if I had systemised my marketing activity? And from that day on I have taken a much more focused approach with radically improved results.
These are challenging times for freelance trainers. More and more people are entering the market at a time when there is less work available. Competition is tough as buyers of training are more discerning and have more providers to choose from. In this type of market the most successful freelance trainers will be the ones who get serious about their business planning.
Here are some things you can do to get started.
On a piece of paper or on a spreadsheet list every single piece of work that you have done since you set up your business. Write down: - Client name - Nature of work eg Design and delivery of Effective Leadership Programme - Number of days - Value
Once you have got all this information down go back through each piece of work and and ask yourself this simple question
- Where did this work come from?
This exercise is very useful for 3 reasons
1. It gives you an accurate and realistic picture of what marketing methods have really worked for you
2. It identifies what you are good at - we trainers have a tendency to think we aren't very good at marketing. You've now got proof that you
Now Pay Close Attention --
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