Quick Tip #4: Do You Sell the Training AND the Trainer?

March 20, 2013

With budgets remaining tight and the investment in training being questioned, training professionals cannot leave anything to chance.

Do you promote or “sell” both your product (the training) as well as your own skills and abilities (the trainer)?

Here is a brief story that illustrates the power of the combined package.

A few years ago, I was talking with Sue, a painter and friend, at an art fair in northern Wisconsin. While we were talking, a young man walked up to her painting of a bowl of fruit. He looked at it briefly, picked it up, and bought it.

When Sue completed the transaction, I asked her, “How many people have looked at that painting during the art fair?”

“Probably a hundred,” she responded.

“What made him, number 101, buy it?” I asked.

She thought for a few seconds and replied, “Well, as I have it figured after years of doing this, he either had an emotional connection to the painter or the painting. Since I have never seen him before, he likely felt some sort of connection with the painting. Perhaps it reminded him of his grandma’s bowl of fruit, or something happy from his childhood.”

I have often thought about what Sue said to me that day: the painting or the painter. At Kirkpatrick Partners, we strive to help connect with you through both the painting (the Kirkpatrick Model) and the painters (Jim and Wendy Kirkpatrick, and all of our affiliates). We want you to believe in the Kirkpatrick Model, and we also want you to believe in us as we listen to your challenges, successes and future plans. Your belief in us personally is why we take the time to write a newsletter feature and send it to you each week.  

Let’s get real. In this complex environment where there is so much competition and many false promises, it is difficult to convince people of anything. To really gain traction in your organization or with your clients, you must sell both your model or plan, as well as your own expertise and personality, to your stakeholders. Selling your model or plan requires solid data and testimonials relating to past success and appropriateness to the current situation. Selling yourself involves meeting with stakeholders, finding out as much as possible about their challenges and situation, and building a relationship with them.

A solid model that is implemented by a trusted professional (you) is the formula for success. If you do not already have good rapport with your stakeholders, do all you can to open up the lines of communication and create person-to-person interaction.

Do you see any other ways that training professionals need to “get real?” Log in and post a response below, or contact us.

Additional Resources

ROE’s Rising Star

The Brunei Window Washer: Bringing Business Partnership to Life

Proving the Value of Training to the C-Suite

Kirkpatrick® Business Partnership Certificate Program

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