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@makinggreat
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
@makinggreat
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
@makinggreat
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
@makinggreat
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.
@makinggreat
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)
@makinggreat
Personally, I am always ready to learn, although I do not always like being taught
Winston Churchill
@makinggreat
However, as you are someone who is responsible for helping
your employees to learn…
You need them to attend training & utilize development resources
@makinggreat
• 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
@makinggreat
• It hurts your organization – It costs time and money – Employees aren’t learning how to improve
their performance
@makinggreat
• 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
@makinggreat
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
@makinggreat
So, ensuring you fill your courses is important.
And this isn’t just about training
courses – it’s all professional development.
@makinggreat
The ‘DNA Model’ sets out 3 Steps that help you to
fill your courses, and increase learning across your organization.
@makinggreat
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
@makinggreat
Question
What do you struggle with most? (i.e. Registrations? Cancellations? No-shows? All of the above?)
@makinggreat
‘DNA’ model in detail: DESIRE
STEP 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 • 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
How?
1. Sell the end benefit
2. Provide social proof
3. Create urgency
@makinggreat
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?
@makinggreat
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
@makinggreat
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”
@makinggreat
‘DNA’ model in detail: NETWORK & NURTURE
STEP TWO: NETWORK & NURTURE • Set up processes & mechanisms to ensure that 100% of
spaces on your courses are filled and attended
STEP ONE: DESIRE • Create and communicate an irresistible offering that
employees would travel miles & pay vast amounts to attend (but won’t need to)
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
How?
1. Utilize experts and managers
2. Get referrals
3. Remind people to
attend
@makinggreat
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’?
@makinggreat
‘DNA’ model in detail: AMPLIFY
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
STEP TWO: NETWORK • Set up processes & mechanisms to ensure that 100% of
spaces on your courses are filled and attended
STEP ONE: DESIRE • Create and communicate an irresistible offering that
employees would travel miles & pay vast amounts to attend (but won’t need to)
How?
1. Delight through
value
2. Make it easy to share
3. Spiral upward
@makinggreat
“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
@makinggreat
Recap 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
@makinggreat
- Alexis Kingsbury @makinggreat
Learning is great, but if you don’t do anything differently
afterwards, you won’t get different results
@makinggreat
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)
@makinggreat
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)
@makinggreat
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)
@makinggreat
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’)
@makinggreat
110% Training Attendance Program
• 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
@makinggreat
110% Training Attendance Program
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
@makinggreat
110% Training Attendance Program
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
@makinggreat
…and I’ll send you a copy of my book “The DNA of 110% Training
Attendance” (normally $19.99) before anyone else.
@makinggreat
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)
@makinggreat
110% Training Attendance Program
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)
@makinggreat
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)
@makinggreat
So, if interested, use question text to let me know now…
I’ll send you the promo code
after the webinar
@makinggreat
Time up!
Everyone else has 14 days if they want the $1,447 offer
(I’ll send an email with details)
@makinggreat
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/)