3 Keys to training and consulting during a crisis

Got a question from Matthew Doming:

"Can you share your secret in your success in the training career. If there is one thing that helped you to go far, what would that be? I just need inspiration nowadays."

Thank you for your question, Matthew. 

Here are my 3 Keys to Training and Consulting journey. 

Key # 1 KEEP LEARNING

In my 20 years of experience in training, I continue to attend seminars when I travel abroad, buy books and videos of top speakers so I can study the way they approach their seminars, audience, conduct workshops, and understand their business models.

Key # 2 ADD VALUE TO YOUR AUDIENCE

In terms of my methodology in conducting a seminar. For public seminars, I keep my topic simple to understand using more visuals and avoid using too many texts in the slides so even the audience at the back can see my slide. I keep my audience highly interactive using questions with affirmations for more impact of the message. For in-house seminars, I make sure to set a meeting with some of the participants for a quick training analysis so I have an idea of how to engage the audience during the workshop, written, and discussions. Meeting them on the day of the seminar, I focus on connecting the message through questions and answers during the training. Beyond written feedback, for me, it is very important that I am able to relate to their real-life work situation and enable them to have an AHA moment in dealing with those problems when they report to work. I also offer value-added services like free 30 days coaching after the seminar for all the participants via FB chat so I can guide them in the process of implementing what they have learned. 

Key # 3 CLOSING THE DEAL

In terms of closing seminars, my approach to my clients is long term. My business model is focused on 3 months, 6 months to 1-year seminar programs customized for the client and their teams. The 1-hour talk or one day seminar is fine, but the audience learning impact or retention can be challenging. Mainly because they lack the time to apply what was discussed and less opportunity to ask more questions after the topic. To close the seminar, it will be of help to prepare by doing research about the company's industry, objectives, culture, and working relationship so you can identify if long term training can be done one day, 2 days, 3 months, 6 months up to 12 month training contract period. Long term training and consulting contracts will require a lot of hard work and commitment from the speaker, trainer, or consultant. Once the management sees the results based on team or sales performance (If the topic is about sales) then long term renewal is possible. One thing I learned over the years, no training consultant is an expert because every company approach is different, and so It will require a lot of patience and dedication until results or objectives are achieved. For me, I focus on long term seminars where I get to work with the companies and see the actual progress of the team over a period of time. This means the fulfillment of gaining more knowledge is achieved aside from the financial rewards received. 

In today's crisis, we need to prepare and evolve the way we do business. The pandemic may have forced us to change from stage talks to online setup. But at the end of the day, your mindset on how you keep learning, adding value to your customers will determine how you can close the deal more than ever. Keep taking action and never give up on your clients, they have problems (An opportunity) that you can solve.

Don't let the crisis be an excuse for not achieving your highest potential and serving others.

God bless and keep you safe,

Eric Manalo

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