One of the biggest questions I hear from teleclass leaders
is "How do I sell teleclasses and online training to
business owners?" This quick five step formula will set
you on a clear path of getting the fees you KNOW you are
worth!
1. See yourself as a true business owner and someone who is 100% responsible for your success.
Many teleclass leaders are skilled with their craft, but
they have not yet taken the responsibility for all that is involved in owning and operating a business. You are 100% responsible for your choices and for building a thriving business, so take this role seriously...as if your life and the lives of others depend on your success. Being successful in business also requires that you be focused on excellence in the areas of physical health, mental strengthening, spiritual growth, and interdependent relationships which are healthy and loving. If you are in need of a refresher course on how to really dive in and begin seeing yourself as a business owner, pick up a copy of The E-Myth by Michael Gerber. Eat, sleep and breathe The E-Myth until you get it!
2. Use third-party testimonials.
As a teleclass leader, your future participants will expect
you to claim that you are one of the best but actually
being the best requires much more convincing. It's far
more credible to have someone else proclaim that you're the best. Following your teleclass, obtain specific testimonials from people who attended your class and who are willing to provide their names and contact information. As an example:
"Working with Bea Fields has been a life altering
experience of an unforseen magnitude. In joining Teleclass
Lab. , I thought I was simply going to learn to be a better Teleclass leader. However, in just the first month I have grown in ways I would have never have expecte. I definitely have become a better teleclass leader, but that's the tip of the iceberg. The rest is the grounding in possibility that will change the way I do business in the most productive and turbo-charged way! Thanks, Bea!"
Suzen Larsen King
Life Transformation Coach
www.CoachSuzen.com
3. Conduct ROI Studies
Budgets are tight. The cost to go out on the road and
train in a face to face setting is costly in both travel
and classroom costs. The benefit to leading teleclasses is
not only the convenience of online training but the fees
saved from reserving a classroom and the room and board incurred as a result of travels. It is very possible to command a much higher fee for leading teleclasses by asking your business owner to answer a few questions in order to determine the Return on Investment. Sample questions
include:
* How much do you spend annually on live training?
* How much money will you save if you switch from classroom
to teleclass/web training?
* What is the biggest challenge your business is currently facing?
* If this challenge could be improved through teleclass training, what would be the immediate cost to your company?
* What will be the long-term benefits to your clients if
you and your employees take advantage of this teleclass
offer?
4. Provide options and fees commensurate with value in a
formal proposal
When it comes to leading teleclasses, it is best to offer a variety of choices for your buyers to consider, and be careful that you don't undersell your teleclasses. Many businesses and organizations are accustomed to large fees for a large value, so communicate this value in spades, and don't underbid on your offerings. The key here is to conduct the ROI study prior to setting your fees so that you create buy-in for the business owner the fee before you deliver your final proposal.
5. Stay ahead of the curve.
The best way to become well known as a strong teleclass
leader is to stay ahead of the teleclass curve. What are
the new trends in technology which will support you in
leading better teleclasses? What are the new trends in the market place? Is there any way to get to your customers more quickly without sacrificing the quality of your products or services? Are there new delivery methods (webinar services, new bridge systems, new headsets) which
are better and more reliable? By staying ahead of the
curve, you will become a high demand telelcass leader, and
the perceived value will be much greater in the eyes of
your buyers.
About the Author:
Bea Fields is the Visionary for the Teleclass Leaders
Community for CoachVille. She is an Executive Leadership Coach, the President of Five Star Leader Coaching and Training and the creator of The Teleclass Lab.