The Workshop Leader's Resource

I’ve been surfing a lot of speakers’ and coaches’ websites recently and there is one thing that I am seeing consistently.  There’s no clear direction for your viewers to take on your site.  There is no way for them to know what they are to do and, in a horrifyingly large number of sites, no way for a potential client to contact the person whose site they are on.  I have been to multiple sites in the last month that literally had no way to contact the person other than going through a social media site like LinkedIn, Facebook or Twitter.  Not good.

What’s the Goal?
When I coach speakers, trainers and coaches about their sites, one of the first things we talk about is “what is the goal?”  I always get a blank stare at that question and that’s because in transitioning from the world of paper to the virtual realm many people have confused websites with brochures.  They’ve been told that they no longer need a brochure because they have a website and so they see their website as a glorified brochure serving the same passive purpose.  But this misses all of the best opportunities in an online presence.  A website isn’t just a place to tell people about your services, it’s a place to get into relationship with your prospect and get them to contact you.

It Shouldn’t Be All About You
In fact, it shouldn’t be about you at all until the prospect knows that it’s about them.  You have 2.3 seconds to catch a prospect’s attention when they are surfing.  If you don’t put, front and center, exactly what it is that they are looking for, then you won’t get a chance to tell them anything else.  This is the ultimate form of the “me” generation.  If they don’t see what they want, they’re gone.  So your landing pages should be all about the prospect initially.  It is when they stay a little longer that they get to learn about you.

Have a Plan
Once you have a prospect’s attention, you had better have a plan for what you want to do with it.  Have a funnel that you take them through, a series of places you want them to go to learn more, go deeper, and get connected with you.  Think of it like a blind date.  First, you want to make a good first impression (let them know they are in the right place on your landing page), then get them to smile (get them to look around and read more about you), then maybe flirt with you a little (sign up for a white paper, newsletter or autoresponder program).  Eventually, you’re hoping for a second date and perhaps even a goodnight kiss (and their phone number).

Be Personable and Interesting – Not Arrogant and Self-Centered
The way you get these things on a date is to take an interest in the other person and show them the parts of yourself that you think they might find attractive.  Instead, what most people are doing on their sites is being the boorish date who talks incessantly about themselves and says how great they are.  No one wants to date that person – or hire them.

To Buy Or To Engage?
And I’m going to come back to the goal again.  Are you someone that people need to talk to before they exchange money with you (like speakers for hire)?  Or are people buying programs on the web in CD, ebook, teleseminar, or download form?  If it’s the former, then your goal is to get a phone call or a request that you call them.  If the latter, then your goal is the sale.  Your site should be set up with those things in mind.  People should know what is expected of them to take the relationship to the next level and your call to action should be clear.  Simply putting your phone number on your site doesn’t say “Call me” (but it does help, people!)  You have to ask for the sale or ask for the call if you want to get it.

Creating Relationships On The Web
The best way to move a prospect forward is to create a relationship with them.  To learn more about this process, join my class that’s running on April 12,13, & 14 “Creating Relationships On The Web – How to Dive Deep With People You’ve Never Met“.  The course normally runs for $299.00, but for my readers here, save $100 and get it for only $199.00 by following the link above.

You’ve done everything you’ve ever been told to do.  You’ve built a brand, you’re promoting yourself, you’re getting the word out, but nothing is happening.  No matter what you do or how hard you work, you keep coming up empty (or at best, half-full).  There are keys to getting past this place.  There are small details that can make big differences.  There are ways of approaching things that can mean the difference between a raging success and a horrible failure.  When you’ve looked everywhere else and nothing is working, look here.  In this free teleseminar we’ll explore the underpinnings of why some people make it and others don’t.

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Kelle Sparta, your host, is an experienced speaker, trainer and coach who is at the top of the real estate training industry.  She had a book published by the American Management Association in her first year, became a regular columnist for Realtor Magazine in her third year, and moved up to a six figure income in just under 36 months.  Learn how she made the transition from nobody to guru and how you can do that too.

Show Notes:

Visit Kelle’s Website – www.KelleSparta.com

Cauldron Retreats – Where Women Who Lead Come To Be Held

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Carla Cross, MA, CRB

How many of these 10 tips for training do you already have in your programs? Too many times we provide training because it helps us attract people to our company. That’s getting only a partial benefit! If you apply the 10 tips for training below, you will see your training pay off in increased productivity, lessened expenses, and much higher customer satisfaction and retention levels.

1. Clarify what you want the student to do—during class, and after class.

2. How well do you expect the student to do that activity? Establish competency levels.

3. Make training a process, not an event. It takes 6-8 times of hearing something to begin to retain it!

4. Space your training for “spaced repetition”. Skills can’t be learned in one marathon session. If your objective is to develop skills, you must create layered, spaced, repetitious workshops.

5. There must be rest and reflection between practices. Scientists have proven that skills are not retained unless there is at least 4 hours between skill-developing sessions.

6. If it’s skills training, three quarters of the time in class should be practice—not teacher lecture.

7. Culturize as you train. The training should be from your point of view, your method of action, and your opportunity to create a strong culture within your training modules.

8. Get feedback from the skills training in your meetings. It reinforces the skills and encourages others to take part. Take your skills to a higher level with additional masterminding.

9. Use a facilitation approach, not a lecture approach. Instead of delivering the information via lecture during class, have the students read articles, interview beforehand, listen to audios, etc.

10. Expect accountability. The student should be highly accountable for practicing the skills and for competency learning.

Carla Cross, CRB, MA, founder of Carla Cross Seminars, Inc., is a popular international speaker, and author of 6 books and 20 audio programs, including two for trainers and presenters. She uses her background in musical performance and teaching to help her clients attain mastery of production and profits. Contact Carla at 425-392-6914 or see her web site at www.carlacross.com.