slides from webinar: 3 steps to improve training attendance - making greatness

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Welcome to this webinar on…

3 Steps to Improve Training Attendance

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Meet the Co-Hosts

Alexis Kingsbury Founder of Making Greatness

(Plus 2 other businesses that focus on improving development &

performance of employees)

@alexiskingsbury

Jon Kennard Editor of TrainingZone

(and Reporter, Writer, and Producer of Learning NOW TV)

@trainingzone

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By the end of this webinar…You will: •  See how poor attendance wastes money, causes

frustration and diminishes your role •  Hear how working differently will result in more

registrations, more bums on seats, and increased learning

•  Take away specific actions you can use to drastically improve training attendance at your organization

•  Be in the top 1% of learning & development professionals when it comes to understanding how to improve training attendance

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How this webinar will workThere will be lots of content… But to help you get the most out of this, we’ll have lots of engagement too… Let’s start by letting me know you are listening – click to ‘Raise your hand’ Now post your first name as a question in the question box

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How this webinar will work We’ll pose questions to you throughout – be ready, the faster you respond, the more we can cover! At the end of the webinar we’ll share some additional resources and conduct a Q&A so you can ask questions of us.

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Why are you here? What’s the most negative impact you are experiencing due to poor training attendance? (Type your answer in the ‘Questions’ area of the webinar and hit Enter)

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THE IMPACT OF POORLY ATTENDED TRAINING COURSES

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First off, lets realize that your employees don’t want to go

on training courses…

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Unless you are also providing some amazing

food or a party, they

don’t want a course.

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Personally, I am always ready to learn, although I do not always like being taught

Winston Churchill

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Instead, employees want to…

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…but to do this, they need to learn how to achieve these

things.

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However, as you are someone who is responsible for helping

your employees to learn…

You need them to attend training & utilize development resources

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If employees don’t attend,

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•  It hurts your employees – They want to be more successful, but aren’t

learning how – They want to learn, but aren’t getting access

to the best resources

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•  It hurts your organization –  It costs time and money – Employees aren’t learning how to improve

their performance

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•  It hurts you – You feel bad when people don’t enrol or

show up – You (and your team) lower your belief in the

quality of what you provide and potential results

– You become less important and less significant to the success of employees and the organization

– Managers start to wonder what return they are getting for their investment in L&D

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This can become a downward

spiral

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Poor training attendance results in poorer training attendance

Poor training attendance

Lack of results & success stories

Managers question ROI

Employees aren’t

encouraged to attend

Perceived value of next

training course drops

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So, ensuring you fill your courses is important.

And this isn’t just about training

courses – it’s all professional development.

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The ‘DNA Model’ sets out 3 Steps that help you to

fill your courses, and increase learning across your organization.

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THE ‘DNA’ MODEL

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Overview of the ‘DNA’ modelSTEP ONE: DESIRE • Create and communicate an irresistible offering that

employees would travel miles & pay vast amounts to attend (but won’t need to)

STEP TWO: NETWORK & NURTURE • Set up processes & mechanisms to ensure that 100% of

spaces on your courses are filled and attended

STEP THREE: AMPLIFY • Deliver incredible value in a way that causes employees to

share what they learn with others (resulting in 110% attendance), and help fill your next course

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Question

What do you struggle with most? (i.e. Registrations? Cancellations? No-shows? All of the above?)

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‘DNA’ model in detail: DESIRE

STEP ONE: DESIRE • Create and communicate an irresistible offering that


STEP TWO: NETWORK • Set up processes & mechanisms to ensure that 100% of




How?

1. Sell the end benefit

2. Provide social proof

3. Create urgency

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Hands up if… You find it hard to get people to register to attend training courses Keep your hand up if… You use ‘Social proof’ (such as testimonials from previous course attendees) when promoting training courses?

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Deep-dive: Providing social proof

Why social proof is so powerful

How to use social proof when promoting courses The 3-level hierarchy of social proof

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The 3-levels of social proof

1. Direct results

2. Perceived usefulness of

content

3. Expected quality of input

Pow

er o

f Inf

luen

ce

“I doubled my sales between March and June by applying the principles I learned from this course”

“I found the course really useful, and

expect to double my sales as a result”

“I’m looking forward to attending the course

because the presenter is an expert in sales

improvement”

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Hands up if…

You think you could try using social proof at your organization

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‘DNA’ model in detail: NETWORK & NURTURE







How?

1. Utilize experts and managers

2. Get referrals

3. Remind people to

attend

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Question

How many reminders do you send before the course? When you remind them, do you just remind them of the date/time? Or do your remind them of their ‘DESIRE’?

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‘DNA’ model in detail: AMPLIFY



STEP TWO: NETWORK • Set up processes & mechanisms to ensure that 100% of




How?

1. Delight through

value

2. Make it easy to share

3. Spiral upward

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Question

At what point during / after a session do you use feedback forms?

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CASE STUDY

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End benefit?

Social proof?

Urgency?

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“This workshop is essential for all nurses working in critical care” Dr Carol Cox, Lead Consultant in Palliative Medicine

Only 50 spaces available. Book now: www.rcn.org.uk/cc15

End benefit!

Social proof!

Urgency!

Attend this one-‐day workshop to learn how nurses and health care professionals can reduce child deaths in critical care

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Question

How could we apply the other parts of the DNA model more widely?

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Recap of the ‘DNA’ modelSTEP ONE: DESIRE • Create and communicate an irresistible offering that






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PUTTING THE DNA MODEL INTO ACTION

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- Alexis Kingsbury @makinggreat

Learning is great, but if you don’t do anything differently

afterwards, you won’t get different results

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How to improve your training attendance

1.  Identify 2-3 things you’ve picked up from today’s session that you think could work in your organization

2.  Make a plan to implement at least one of them in the next 5 days

3.  Put time in your calendar to do this, and to review the impact it has after an appropriate amount of time

4.  Re-plan, revisiting what you learned here 5.  (Rinse & repeat)

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Question

What 1-2 changes will you make as a priority?

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We’ll shortly go on to the Q&A section of this webinar,

but before we do…

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Hands up if…

You’d like to know about more resources that are available to help you implement the DNA model (some for free, some at a cost)

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More help is available…For Free:

–  Making Greatness Blog: http://www.makinggreatness.com/category/training-attendance/

–  TrainingZone articles & Podcast: http://www.trainingzone.co.uk/

At a cost:

–  110% Training Attendance Program ($1947) –  L&D Accelerator Membership ($79/month) –  Book: The DNA of 110% Training Attendance [Pre-

Order] ($19.99)

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What is the 110% Training Attendance Program?

A 6-week online training and coaching program that will help you to drastically improve training attendance (100% filled seats, plus ‘viral learning’ to create what I call ‘110% attendance’)

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110% Training Attendance Program

Each week, attendees get…

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•  Interactive webinar call to introduce the week’s objectives and content (recorded in case you can’t make it)

•  Bite-size videos to learn the content •  Workbook to help you to plan and

implement changes in your organization •  Q&A Call to discuss specific issues you are

facing & how to overcome them

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The program is structured over 6 weeks so that you:

– Don’t have to take too much time out of business-as-usual

– Don’t get too overwhelmed with 100 ideas and no plan of action

– Can test changes and get support with overcoming any obstacles you encounter

– Have time to make some changes and see real results

– Can build on positive results & plan more long-term changes

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If you are serious about better supporting your employees and raising the value L&D deliver, then you should attend. I guarantee* you’ll get value from it and improve your training attendance To make this even easier…

*Yes, you’ll get your money back if you complete the course and don’t get results

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I am going to make you an offer…

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Instead of $1947, I’ll reduce the price by $500 to $1,447…

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…plus I’ll give you 3 months free of the L&D Accelerator

(normally $79/month)…

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…and I’ll send you a copy of my book “The DNA of 110% Training

Attendance” (normally $19.99) before anyone else.

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If you are one of the first 5 people to make payment, you’ll also get two 1-2-1 coaching calls with me

(This is the ‘Elite’ ticket on the 110%

program, normally an extra $600)

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Summary •  6-week 110% Training Attendance program

(normally $1947) •  L&D Accelerator for 3 months

(normally $79 per month) •  Book: The DNA of 110% Training Attendance

(normally $19.99) •  Elite Ticket (2 x 1-2-1 coaching calls with me)*

(normally $600)

•  Cost: $1,447 ($2,803.99)

*(if you are one of the first 5 people to make payment)

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If that sounds good, tell me now that you want to take this offer, and I’ll send you a promo code

for another $200 discount

(reducing the total cost to $1,247)

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So, if interested, use question text to let me know now…

I’ll send you the promo code

after the webinar

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Time up!

Everyone else has 14 days if they want the $1,447 offer

(I’ll send an email with details)

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Q&A

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What do you want to know?

(Use the question text)

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Questions via email…

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Any more questions?

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Thanks for all your questions, and for all your participation

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Further resourcesFor Free:

–  Recording of this webinar (will be sent via email) –  Making Greatness Blog:

http://www.makinggreatness.com/category/training-attendance/ –  TrainingZone articles: http://www.trainingzone.co.uk/ –  TrainingZone podcast: http://www.trainingzone.co.uk/podcasts –  HR Zone (‘the best time to get out the happy sheet’):

www.hrzone.com/community-voice/blogs/making-greatness/when-is-the-best-time-to-get-out-the-happy-sheet

At a cost:

–  110% Training Attendance Program ($1947) –  L&D Accelerator Membership ($79/month) –  Book: The DNA of 110% Training Attendance [Pre-Order] ($19.99) –  (See: http://www.makinggreatness.com/products/)

slides from webinar: 3 steps to improve training attendance - making greatness

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