Feeling Lost Leading a New Training Consultancy at a Startup – How Do I Make It Work?

Hi everyone,

I have been going through a number of topics, e-books, etc., that so many of you generous people have been sharing here. I am new, needless to add, to this.

I have a dilemma. I have joined a new startup company and am spearheading the Training Consultancy division. The problem is that till now, I have been training and learning - but now that I am heading the division, I am kinda lost. For a new company to get contacts/contracts, etc., is not easy... and therefore, there is no cash flow yet. It's been almost a month and a half... (yeeechhh... sounds like I am griping)...

Anyways, can someone please suggest a way for me to make this work?

Regards,
Richa

Hi Vicki,

I started out by getting all kinds of "content" streamlined and having my visiting cards made. After that, I emailed some of my contacts in the industry to inform them that the company exists and sent them a brief preview of what my company is involved in.

I have also begun working on creating some print and electronic 'brochures' which will not only be used for deliverables but also as attachments to send to contacts. Additionally, these will be uploaded to the website for further review.

I am considering placing a 'paper ad' in the local newspaper to invite BPOs and corporates for a networking session. This will provide my company with a platform to announce our existence.

After all these efforts, I find myself feeling lost. Perhaps I am lacking patience, or maybe my ideas are not quite right, and therefore...

Thanks for responding.

Regards

Hi Richa,

Adding on to what you have done till now:

You could first get a flash presentation developed for your company which consists of "about us," company profile, products, services, contact info, mission & vision, client lists, etc. Then you need to identify a strong sector wherein your company's services or products would be easy to market and would be desperately in need. You need to sell the idea to them first instead of group targeting it and sending it to masses. Moreover, you could also go ahead and do advertising of your services in numerous ways (which I am sure you have already thought of).

I could think of this, above that I would need to know what your company is into and what it seeks to be into.

Regards,
Himanshu

Richa, there has been a lot of activity (emails, brochures, etc), and that is good. You now need to make *human* contact with your prospects.

Use your existing leads and generate new leads and contact them by telephone to let them know of any new services, etc.

Run a free information session on something topical and *useful* to your prospects. Get them to sign an attendance form on arrival that you can use (with their permission) to let them know of future promotions, etc. Get on the telephone to let your prospects know about your upcoming session. Yes, an advert is important, but do not rely on it exclusively.

You may need to run your information/networking sessions regularly (say, monthly or quarterly) to get a constant stream of new leads. At the beginning of each session, get someone authoritative (e.g., the Managing Director or CEO) to talk briefly about your company and services it offers. Do the same at the end of the session with a call to action. (E.g., “To organize a free consultation, see me at the end of the session or contact me at …”). Have lots of business cards, brochures, your people, etc available. Follow up prospects after the session via email or ‘phone. Check out the article on running a free training session at http://www.businessperform.com/html/...g_process.html

Get testimonials from existing and past clients and post them on your website, brochures, etc. Testimonials are absolutely critical in establishing credibility with prospective clients.

I cannot emphasize too strongly that you need to make personal contact via telephone and in person with your prospects. Many newbies make the mistake that sending out emails, putting up a website, running adverts in papers, etc is sufficient and that prospects will come flooding in. Selling is fore mostly a *relationship* business, and you cannot develop relationships whilst sitting in your office chair.

I wish you all the best.

Vicki Heath

Human Resources Software and Resources

http://www.businessperform.com

Vicki,

Thanks for all the tips. I can't tell you how much I appreciate your inputs. My company website is: www.xianindia.com. However, since we are a startup, a lot of it is still under construction. I am attaching a .pdf brochure with this; it will give a little more insight into what I am into.

Also, the networking thing... I am planning on doing exactly what you suggested, so your insistence on the same reinforced for me that I am on the right track. Thanks a whole lot, looking forward to reading more about what I can do.

Regards,
Richa