Selling Contract Training

1
A professional web-based sales and marketing tool
designed for colleges and universities to
optimize sales of contract training.
2
The Best Kept Secret

• Time and time again we hear that colleges are the
  best kept secret, we are the hidden gem in the
  world of training.

3
Contract Training Sales Challenges

• Our private industry competitors present
  themselves professionally with glossy marketing
  pieces and polished salespeople.
• Customers complain about
• Difficulty in comprehending all of the college
  resource offerings
• The sales cycle taking too long
• A lack of a single point of contact
• Most college salespeople go to battle armed with
  little more than their training, wits, and
  promotional trinkets.

4
Go To Marketing Partners suggests there are 3
types of sale tools.

• 1.Process tools define, measure and manage the
  selling process.
• 2.Content tools populate the sales process with
  information the prospect needs to make a positive
  buying decision.
• 3.Skill tools - enables the relatively
  inexperienced or untrained salesperson to
  identify, process and communicate information
  like a seasoned professional.

5

• The BIG Question Is
• Have you equipped your sales people with the
  proper tools?

Sales Cycle, 60
Washington,

Bennetton
6
The TrainingMatrix will make you look more
professional and do MORE with less!
7
Your new sales marketing tool

• Think of your "presentation" as a two-way
  dialogue. The TrainingMatrix allows you to
  explore your customer needs first, and then
  determine which of your products or services may
  be able to meet those needs.
• How? By organizing all of your training resources
  in YOUR TrainingMatrix, so your customer can find
  the training that fits.

8
The TrainingMatrix

• Individually branded website
• One that showcases and organizes all of your
  training resources.
• Provide a professional sales presentation
• Your sales people will have an electronic tool to
  manage and deliver a professional sales
  presentation.
• Focus on customer needs
• Increases sales and cuts sales cycle by focusing
  on information your prospect needs to make a
  decision to buy.
• Search, Tell-a-Coworker
• Increase sales revenues
• Identifies key trends in training and anticipates
  market needs resulting in increased revenue.
• User Tracking, Most Viewed/Most Requested
• Expands your training resources at no cost

9
Advantages

• Ability to market to customers whenever you have
  new services and programs.
• Ability to respond to customers needs
  immediately.
• Ability to showcase all of your resources.

10
Real Costs Current Scenarios

• Direct mail piece to 300 of your Customers
• 300 x Postage _at_.37 111.00
• Paper/print/envelopes _at_1.00ea 300.00
• Shelf Life 1 to 2 days
• Total per mailing 411.00
• One ad in local paper
• ¼ page Black White
• shelf life 1 day
• Average cost for one ad 1,600
• 8 page glossy in color - 600 pieces
• Shelf life 1 to 2 days
• Limited Handouts 600 x 3 ea. 1,800.00

11
Real Savings - using the TrainingMatrix

• Unlimited marketing and outreach to unlimited
  customers.
• Customized site for your complete program - from
  795.00 to 995.00 to setup
• All Inclusive - The cost 200.00 to 331.00 per
  month. Never an additional charge for new
  features and new resources. Includes hosting and
  all reports.

12
The TrainingMatrix

• Resulting in increased revenue and increased
  profits

13
Using the TrainingMatrix to your Competitive
Advantage
6 Tips to Success in Selling Contract Training
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Tip 1The Cold Call and Existing Customers

• Hi ______, I need 20 minutes to share with you
  our colleges new electronic web-based training
  resource tool.
• What does it do? It consolidates all of our
  resources, making it easier for you to search
  when the need arises
• Notes
• ___________________________________
• ___________________________________
• ___________________________________

15
Tip 2Preparing for the Presentation

• Get to the decision-maker the highest level
  executive as possible
• To enhance the presentation make sure the
  customer will be able to provide you with
• Do you have a training room with internet access?
• If possible an Infocus to project the
  presentation
• Notes
• ___________________________________
• ___________________________________
• ___________________________________

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Tip 3Starting the Presentation

• You not selling ? - you are educating the
  customer in the use of the tool.
• Start your presentation by asking the Big
  Question
• Is there any training that you are researching
  now or have completed in the past several weeks?
• Notes
• ___________________________________
• ___________________________________
• ___________________________________

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Tip 4Introducing the TrainingMatrix

• Using the information
• Go to the TrainingMatrix login page and have the
  customer create their logon Why?
• Go to the assessment tools make them very aware
  that these are third party and quantifiable. They
  can lead to finding gaps within the organization
• Walk the customer through the resources you have
  available meeting their needs
• Notes
• ___________________________________
• ___________________________________

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Tip 5Find out more about what the customer needs

• Ask additional questions regarding his or her
  needs
• Show the customer how easy it will be to do their
  own searches and the power of the search tool.
• LERN states that the majority of training
  purchases are impulse buys make the
  TrainingMatrix the first source they think about
  when searching for training
• Complete a Request for Info letting them know
  that request will now be in the college database
  and you will have the opportunity to contact them
• Notes
• ___________________________________

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Tip 6Leaving the TrainingMatrix with your
customer

• Leave the TrainingMatrix on their desktop or in
  the web browser favorites
• Your goal is to make them a user of the
  TrainingMatrix
• Notes
• ___________________________________
• ___________________________________
• ___________________________________

20
More Tips

• Make presentation to Chamber of Commerce and
  other community groups (i.e. Rotary Club)
• Try to get them to link from their website to
  your TrainingMatrix
• Dont forget to use your assessment tools and
  resources (many of them are free)
• When new resources are added review them for
  potential clients and offerings
• Frequently test your link to your TrainingMatrix
  from the colleges main website
• Handling phone calls requesting information
• Communicate with Learnpoints Let us know what is
  working and what are some of the obstacles
• Notes
• ___________________________________

21
Lets Start Marketing

• You had them logon, now its time to keep them
  updated.
• There is no better way to reach your customers on
  a monthly basis then with the TrainingMatrix.
• Send them news articles, new programs,
  testimonials and reviews.
• Notes
• ___________________________________
• ___________________________________
• ___________________________________

22
Go Get Them!

• Rob Clancey
• Business Development Marketing
• Learnpoints
• Phone [phone]
• Email robclancey_at_learnpoints.com