Restructure your training to get more bookings

Posted on June 1, 2017 by

It’s easy to get stuck in the rut of delivering the training that you have always delivered. So here are five thinking points to help you make your training more relevant and attractive to your clients.
  1. Re-structure your courses
    Instead of running a 3 day course over consecutive days, allow / encourage delegates to split up the course so that they do day 1 one week then a few weeks or a month later day 2 then day 3 after another period of time. Take a one day course and create two half day sessions, and so on.
    Put in place collaborate tools so that delegates can get support from the trainer and other delegates between training sessions and your courses will be far more attractive to those thinking about attending.
  2. Offer different length & format courses
    You traditionally offer a one day course. What about extending that to a 3 day course, shorten it to two half days, create an on-line, distance learning version, write an eBook.
  3. Offer free taster sessions in the evening
    You’ve delivered a day of training on a subject, why not offer a one hour overview on the course once it has finished in the evening. It won’t cost much to extend your room hire by an hour or so, and if you can get a prospective bunch of delegates in the room and give them great value for an hour, you can turn that into bookings for the one day course.
  4. Include email and phone breaks into your training
    Build specific breaks into your training to allow delegates to make/take calls and check email. Advertise the breaks and the times of the breaks in advance so delegates can plan calls and messages for these times. And always stick to the time. You’ll get more delegates and more relaxed delegates, knowing they have dealt with the important stuff at the office.
  5. Build in networking into your training
    If one of your delegates comes away from your training with a business opportunity from vone of the other delegates, you get the credit. Take time to understand who is attending each training event and therefore who they may find it useful to meet. Then take the time to put them together.

Also, set up a LinkedIn group for delegates attending this course (along with past delegates) where they can learn from each other and network after the event. Connecting past delegates with current delegates is a very powerful way to re-engage previous clients and give new clients great value.

5 responses to “Restructure your training to get more bookings”

  1. Five good points above.

    Our own experience has led us to create 1/2 day Masterclasses for up to 12 people providing a ‘short, sharp hit’ on a popular topic.

    We no longer offer one day training courses because of their limited effect. Our unique ‘Sticky Learning’ method is a programme consisting of 3 key parts; A 1/2 day Learning To Learn, Foundation & Advanced training courses, and ‘Sticky Pieces’ between the training courses. More details here, along with the science behind why it works //www.makingbusinessmatter.co.uk/why-choose-us/sticky-learning/

  2. Great tips. I find with my Masterclasses “How to Make an Impact & Win Business” the networking has been the surprise bonus and the main added value I never realised before.

    So yes, time for networking and the opportunity to work in pairs and swap partners is a winning formula!

    Also having half days are a stroke of brilliance – energy levels and sign ups are much better when the courses are shorter!

  3. Good pointers…

    I had a Manager who believed that delegates should leave their phones/email alone when they were on training. This was THEIR protected time for their development, without distractions. This must have sunk in with me as my phone is off whenever I’m on the receiving end of some training.

    A colleague and I delivered a session this week. During a break, a delegate got her laptop out, tuned into our Wi-Fi and started working, answering emails etc. When break finished and the next activity started, she was STILL on her machine in the background. Downright rude! It called for one of us to be assertive and ask her to re-join the group!

    Ade.

  4. Darren, I like your ‘sticky learning’ idea.

    Ade, I totally agree with the concept of protective time. How can someone be expected to assimilate anything they learn without some time to absorb and reflect on the information. Even if it’s a refresher delegates should still take some time to reflect on how they’re going to apply what they’ve been reminded of. A proper break also means they come back refreshed for the next session, not have their head swimming with ‘the day job’.

    If a business has invested in them being there even if just for a 90 minute mastermind session, surely they want to make sure they get an ROI.

  5. I love the sticky learning idea, depending on how far afield people have to come.
    We used to have in house engineers passing on their skills. So if anyone went on a training course they ran a lunchtime session to cascade it to their colleagues, so a I hour outline could be produced. If it were popular fellow engineers would also need to go on the course, either to get certification or more in depth knowledge. From a learning viewpoint this meant the first engineer learned on the course then learned in more depth to explain to other colleagues.

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