Episode 173: To stand out, you have to stand up with Mark Garrett Hayes
It’s funny what ideas you get in your head when you put pressure on yourself to grow your training or facilitation business. For me, this looks like cold calling people, have the best one-liners, and being on social media all of the time. Horror!
Mark Garrett Hayes is my guest today and he shares that there are other ways you can build your training business, which doesn’t rely on what we think we should do.
Mark is the founder of TrainingBusiness.com, a Media and Education platform serving facilitators, trainers, coaches, consultants, learning & development consultants and human development experts around the world, to start, scale and grow their business!
I was a guest on Mark’s show last month and loved our conversation around building a business, and wanted to continue it and hear his strategies for outreach and connecting with clients, to create a profitable training business, his podcast, Training Business is a fantastic source of inspiration to help you out with this, too.
What I love about this conversation is how we can use our masterful skill of facilitation to grow our business. It really is the best skill around.
Mark drops some fantastic, memorable one-liners too, some of my favourites include:
Acronym BANT (Budget, Authority, Need, Timing)
Sales - reframing it, calling it a service, making it fun, more accessible, and creative, too
References, referrals and recommendations - the difference and which ones you should pursue.
About our Guest: Mark Garrett Hayes
Mark specialises in working with inside sales teams (telesales / digital sales) in technology businesses and has collective experience in working with professional services (legal / finance) and online retail business.
His team works with business internationally and the beauty of working with telephone sales people is that we can deliver sales training / sales coaching online remotely whether your business is in the US, UK, EU and APAC.
In this episode you will learn:
Easeful systems and frameworks for generating and qualifying leads
A realistic timeframe for building your business
How to promote yourself without talking about yourself!
Knowing your ICP - Ideal Customer Profile
Here’s a sample of questions I asked Mark during the interview:
What’s your approach to word of mouth vs. outreach?
How did you capture your IP in this type of work?
What are your tips for people who do not like to take phone calls?
Resources:
Connect with Mark Garrett Hayes on Linkedin
Visit Mark’s website Training Business
Listen to Mark’s excellent Training Business podcast here
Watch the video interview below:
About your host: Leanne Hughes
Leanne Hughes is an international facilitator, speaker and coach who loves creating unpredictable workshop experiences, that predictably work.
She combines her experience in Marketing, with her education in Human Resources and Psychology, to help leaders create engaging everyday experiences - that are so contagious they scale across teams, functions and regions.
Leanne has facilitated leadership, onboarding and team-development workshops across Australia, Canada, Hong Kong, India, Indonesia, Mongolia, Papua New Guinea, and Singapore and believes in a strengths-centred approach to learning and development. She has over 14 years’ of experience across a range of industries including mining, government and tourism sectors.
She’s the host of the First Time Facilitator podcast and was a finalist in the 2018 Australian Learning Impact awards for Learning Professional of the Year.